Supere el no: Cómo negociar con personas que adoptan posiciones inflexibles (Spanish Edition)

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Kandarp Mehta. Deepack Malhotra y Max H. Junio Atlantic Corporation. Peter Tufano. Julio 5 To be provided in photocopies in course folder. Communication and negotiation processes. Competitive negotiation distributive and cooperative negotiation integrative. Negotiations model Harvard Model. Basic Concepts in a Communication in a First deals Anchoring in a Emotional profiles of the negotiators.

Page Articles Anchoring and first Offers in Negotiation. Anchoring expectations. Anchoring the big picture. Negotiation based on interests and positions argumentation. Case Creation of the negotiating teams. Preparation of a Process and development of a Stages of the negotiation process. Negotiating with emotions. The nine elements of a negotiation based on principles.

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Process of competitive and cooperative How to negotiate with people who adopt inflexible positions. Negotiation of intangibles Tangibles.


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Strategy and Tactics in a Intercultural Managing emotions in a Work on the negotiating team. Articles Connect, Then Lead. Do you play to win-or to not lose? Making star teams out of star players. Thursday December 19 Video day 2 Summary day End of week 1. Negotiating face-to-face: The encounter Effective discussion in the Multivariable negotiations.

Negotiation with common and conflicting interests. Argumentation of positions. Value Creation in Negotiations. Analyze Strategy and tactics usually employed in negotiations. Final behavior in a Implementation of negotiation agreements. Supere el NO! Articles Deal Making 2. You make better decisions if you see your self senior self. General Video End 1. Analysis of overall situation.. Relevant facts. How to prepare and assess the Negotiation.

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Assessment of the strategies and tactics employed in the negotiation. Agreement s reached in the Negotiation. What changes you would make when faced with a new negotiation process. Conclusions Presentation of group works to the class. Own real experiences on Video day 4 Summary day 4. Attached information if necessary. PPT Session 5 Saturday December 21 Final negotiation exercise by team: cooperative negotiation in a competitive environment. Teams of 5 students each are made up, who will carry out a one-hour collective bargaining, where one team will represent the company and the other one will represent the union.

Application of everything learned in previous sessions to a practical case. Saturday January 04 Individual test on relevant knowledge. Final Video: Session review and analysis of the film of the negotiations by team. Presentation of the experiences of each negotiating team in the collective bargaining exercise. Feedback on strengths and weaknesses of the negotiation process. Final conclusions of the course on competitive and cooperative negotiation processes.

In the exercise of his activity, he has held executive, managerial and academic positions, leading teams to generate changes in the structure and organization of companies. Introduction In this report, you will.

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El arte de negociar y persuadir libro Allan Pease

All this with. Date of Birth : 27th October Citizenship: Chilean. Bindi - r. Smith Tuesdays, p. The task is used by the student in order. Garry R. Walz and Dr. Jeanne C. Its purpose is to. Outline of presentation Main objectives and hypothesis of the research Educational governance. How to succed a negotiation and keep the relationship?

Introduction 2. A case 4. Workshop 5. Feedback Time-Structuring Introduction human needs how people spend. Las lecciones se agrupan en 5 cursos dirigidos cada participante. Linio es la tienda online 1 en Colombia. Iris Brouwer. The Instituto Cervantes is the official place to learn Spanish in the world. In London we offer daytime and evening.

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